Pocket Sized Pep Talks

From Combative to Collaborative: Transforming Tough Conversations

Episode Summary

Let’s face it, sales can be very precarious, depending on the products you sell, how you handle customers, and — most importantly — how you navigate difficult conversations. Author Fabiana Lacerca-Allen sits down with Rob and not only reminds us that the goal is to ensure a collaborative rather than a combative atmosphere, she presents concrete approaches to how we accomplish this goal.

Episode Notes

In this Pocket Sized Pep Talk, you'll learn:

• Skills that will allow you to come prepared for any negotiation process and arrive at an equitable outcome.
• How sales organizations prepare for potential crises that may disrupt their operations.
• What role effective communication plays in maintaining sales performance during a crisis.
• Some strategies that have proven effective for sales teams during times of crisis.
• How leaders foster a culture of resilience and adaptability within their teams to better navigate crises.
• How we know we’re ready, and some indicators that a sales organization may be crisis-capable.

To learn more about this guest:

fabianalacercaallen.com